|
_______________________
Feature
Top Sales
MANAGEMENT a resource for sales management
Check out TopSalesManage- ment.com, a new resource site dedicated solely to sales leaders including Sales Managers, Vice Presidents of Sales, Sales Coaches, Sales Directors, and CEO's - any individual who's committed to developing their sales people's potential and results.
"We're very pleased to have assembled a team of the best sales manage-ment coaches in the world, including MXL found-er, Michael Griego, who will be contributing to a number of resource areas," says Jonathan Farrington, the founder of Top Sales Management.
According to Farrington, these sales management thought leaders will be providing various materials ranging from interviews, profiles, sales articles, process tools and fundamental sales man-agement skills. "This site is an absolutely 'must' for today's forward-thinking sales leaders."
TopSalesManagement.com |
|
Sales Tip of the Month
Know what you want to achieve, then set goals to get there. One has to know the target before one can hit a bullseye. Pure focus and determination need to chase a goal.
In sales we have quota targets and objectives. We also have bands of time in quarters, months, weeks, days and hours. We can break down our goals into chunks of manageable and observable time. Now we have something to work toward.
I was taught once and now always say: "There are those that make excuses and those that find a way." Once I know my manageable target, it was then on me to simply find a way to obtain it. No excuses. |
|
Contact Us
650-279-3467
 |
|
|
Tebows and Turkeys
It's November and we're deep into the fall sales quarter, football games and we're fast-facing the holiday season. Just this past weekend we witnessed the game of century (LSU vs Alabama), Tim Tebow highs and lows, and depending on your favorite team, a slew of great and weak performances as teams vie for bowl games and playoff berths.
Reminds me of salespeople and sales teams as they wind down these last 2 months of the year. There are those that step up and those that check out; those that live up to the hype and those that disappoint; those that overcome adversity and those that crumble under pressure. We watch it every week on TV. And we watch it every year as it's crunch-time season in the sales arena.
Tebows and turkeys abound.
Regardless of what you think of Tim Tebow's NFL prospects as a productive quarterback, he's a winner. What he did this past weekend in Oakland, CA is a great example of one stepping up, living up to the hype, and overcoming adversity. A VP of Sales would love to have a whole team full of Tim Tebows who can face knockdowns, disparagement, failure and come roaring back with tenacity, hustle, appropriated skill, mental and physical toughness, and a gracious winning attitude. Sorry if you're a Florida, Tebow or Denver hater - gotta love a gutsy winner with heart.
In our business we can teach sales skills, process and prowess. We can't teach heart. Heart can be developed over time but must come from within. You know when you see it. It's a great thing to watch in any field of play.
_____________________________________________________ |
|
|
5 Levels of Sales Relationships
According to CSO's 2011 Sales Performance Optimization Report, there are 5 levels of sales/customer relationships:
- Level 1 - Approved Vendor: legitimate provider but no sustainable competitive edge.
- Level 2 - Preferred Provider: seen as a preferred vendor with whom to do business.
- Level 3 - Solution Consultant: seen as a vendor plus a consulting resource on how to best use your products/services.
- Level 4 - Strategic Contributor: seen as a source of strategic planning assistance for dealing with broader-based challenges.
- Level 5 - Trusted Partner: long-term partner whose contributions are viewed as key to customer's long-term success.
These 5 levels of relationships may apply to your prospects and customers in the marketplace. Top performing companies have customer relationships at Level 4 and Level 5.
How do your prospects and customers see you? |
|
___________________________________________
4 Levels of Sales Process
In the same CSO's 2011 Sales Performance Optimization Report, there are 4 levels of sales process:
- Level 1 - Random Process: these firms lack a single standard process; reps do their own thing.
- Level 2 - Informal Process: reps are exposed to sales process they're expected to use; but usage is not monitored or measured.
- Level 3 - Formal Process: company enforces use of a defined sales process; conduct periodic reviews and adjust appropriately.
- Level 4 - Dynamic Process: firm dynamically monitors reps use of sales process; management proactively modifies and changes.
These 4 levels of sales process involve practices that companies use to find, create, and expand customer relationships. Top performing companies institute sales process at Level 3 and Level 4.
Do you have a Formal or Dynamic Sales Process?
____________________________________________________________ |
|
Sales Performance Comparison
The 2011 CSO report also reveals that when Sales Relationships and Sales Process levels are mapped against the following main sales performance metrics, there is a significant variance between lower performing firms and top performing firms.*
| Sales Performance Metrics |
Top Firms vs.
Lower Firms | | % Reps Making Quota | + 18% | | % Company Plan Attainment | + 10% | | % Forecast - Wins | + 24% | | % Forecast - Losses | - 26% | | % Forecast - No Decisions | - 14% | | % Sales Force Turnover | - 27% |
* Lower performing firms = Level 1 Approved Vendor Sales Relationship x Levels 1, 2 or 3 Sales Process; or Level 1 Random Sales Process x Levels 1, 2 or 3 Sales Relationships.
Top performing firms = Level 5 Trusted Partner Sales Relationship x Levels 2, 3 or 4 Sales Process; or Level 4 Strategic Contributor Sales Relationship x Levels 3 or 4 Sales Process; or Levels 2, 3, 4, 5 Sales Relationship x Levels 4 Dynamic Sales Process.
Are you part of a Top Performing company? |
|
|
_________________________________ __________
Willie Mays on (Sales) Excellence
"It isn't hard to be good from time to time in sports. What's tough is being good every day." - Willie Mays
|
|
|
